What do you do if your IT Sales career is hit by setbacks?

Experiencing setbacks in your IT sales career can be challenging, but it's important to approach them with resilience and a proactive mindset. Take a step back and objectively evaluate the nature and extent of the setbacks you're facing. Reach out to mentors, colleagues, or supervisors for feedback and guidance. Look for lessons you can glean from the setbacks. Take proactive steps to address any weaknesses or areas of improvement that may have contributed to the setbacks. Maintain a positive attitude and mindset, even in the face of setbacks. Set realistic, achievable goals for yourself and develop action plans to work towards them. Keep yourself informed about the latest trends, developments, and technologies in the IT sales industry.

Fehler sind Signale, dass externe Faktoren oder eigene Fähigkeiten nicht passen. Also nicht verzagen, sondern das Gap analysieren und Ursachen finden. Niemand ist perfekt. So hilft ein Fehler zu lernen und sich weiterzuentwickeln.

There are a few areas you need to look at: 1. Knowledge of your products and solutions. Do you know your product and solution well? What are the relevant customer use cases in your solution that can create an impact? What is the USP (Unique Selling Points) of your solution? 2. What is your lead and pipeline coverage? Is your target audience aware of your USP? How can you reach them? What is the best way to do so? Via Marketing, BDR, or a 1-on-1 meet-up? 3. You have a qualified pipeline, but things are stuck due to the missing demos. How can you work better with the pre-sales to address that? Do you have partners that can help? 4. Not closing. Why? Have you practiced MEDDICC?

Nobody's career progress is step-wise as it may seem on LinkedIn; everybody - I mean EVERYBODY - takes a few steps back before they can take a step forward. It took me a while to realize that as I got sucked in by the embellishments that people frequently do to their profiles on LinkedIn. Once you get over that and only compare yourself to the person you were yesterday - nobody else - that puts you in a much better frame of mind to truly assess what a "setback" is and more importantly, how to re-align your goals/priorities.

Niemand hat ausgelernt und weiß schon alles! Die Welt um uns herum verändert sich rasend schnell. Neue Technologien eröffnen neue Möglichkeiten. Bleiben Sie neugierig und offen. Ich versuche jede Woche ein spannendes Webinar zu besuchen oder eine Fachzeitschrift oder Blogbeitrag zu lesen. Lassen Sie sich anregen und nutzen Sie Impulse aus ganz unterschiedlichen Quellen.

You cannot win every single deal. It's okay to have setbacks. Be a friendly person. When a customer does not want to buy your solution/product, feel comfortable asking them why. Not necessarily everyone will tell you, but you may be surprised by what people say, and you will learn from it. Give it a try.

Eine externe Sicht objektiviert die eigene Einschätzung. Das bewahrt vor Selbstüberschätzung, aber auch davor sein Licht unter den Scheffel zu stellen. Selbst wenn eine Sache nicht gelingt, gibt es viele Fähigkeiten, die in dieser Kombination nur Sie besitzen. Wie lässt sich daraus Mehrwert und Nutzen für andere schaffen?

Seek feedback from the customer, as I mentioned in #2. You should also practice MEDDICC to ensure you have ideas about all these points. Research more about MEDDICC online if you need to know what it is.

Richten Sie sich neu aus! Jeder Rückschlag bietet eine Chance für einen Neuanfang. Nicht geklappt, hat es schon einmal. Es kann also nur bergauf gehen. Aber bleiben Sie ausdauernd dran. Definieren Sie ein Ziel und legen Sie die dafür notwendigen Schritte fest. Fragen Sie sich selbst, ob Sie für das Ziel bereit sind, diese Schritte, Zeitaufwände und Mühen auf sich zu nehmen.

IT means change, if you are not adaptive to change then you are out of race, however if you are inline with IT new innovations and application Based development you will have incremental growth and best career.....

Celebration makes you feel good. If you are a sales manager, celebrate with your team. There is also a gong culture when a deal closes. The gong culture/practice is that the sales team will hit the gong to say they have won the contract. But they should also send out a celebration message not just to say that they have won the deal but how they have won and make some gratitude messages. The rest of the sales team can see how this salesperson has closed the deal, and the rest of the organizations can see the win. The product team feels good that their products are selling, and the management team can tell who is selling. It's a win-win-win-win practice.

Oft fehlt die Wertschätzung der Kollegen oder des Vorgesetzten. Deshalb ist es wichtig, sich selbst Ziele zu setzen und diese auch zu feiern. Zelebrieren Sie das ausgiebig. Wir sind oft in einem Hamsterrad gefangen und hetzen von Ziel zu Ziel. Aber es braucht auch Phasen der Ruhe und Entspannung.